One large segment of hard-to-reach customers is government buyers, who might be purchasing products or services to be used at the federal, state, or local level.
The process of reaching these buyers is daunting, and requires the preparation of written proposals, months of dialogue where everything from price to length of service is determined, and a line of people who must sign off on the contract before a purchase is finalized.
Fortunately, there is another, simpler way to reach government buyers.
The General Services Administration (GSA) is a branch of government that helps provide supplies and services to government agencies.
One of the ways that it does so is by streamlining the procurement process so that it is easier for government agencies to acquire necessary products and services.
Companies that set up a GSA schedule will be able to reach over ten percent of government buyers, whose use of the GSA procurement process make it the most used purchasing process.
Those companies that do not have a GSA schedule in place should consider hiring a consultant or attending GSA training seminars.
The reason so many government buyers purchase from a GSA schedule is because of the convenience that this method offers.
All prices and terms of the contract are negotiated by the agency before being listed in the GSA database.
The government buyer is able to effortlessly compare prices, contract terms, and product/service offerings by taking advantage of the database's transparency.
This means that purchasing decisions can be made quickly, without the back-and-forth required for most transactions.
Additionally, since a GSA schedule is streamlined, the vendor will provide products quickly, eliminating the need for government agencies to carry costly inventories.
Given how easy this process is to use, it is no surprise that so many government buyers look for a GSA schedule first.
Companies that are not listed, or even those that are listed but that are not seeing desired revenue results, should consider investing in outside help.
GSA training seminarsare offered by a number of companies that provide consulting or general support for one's GSA schedule.
These seminars cover a variety of topics and can prove help to all companies, regardless of whether they have a GSA proposal completed.
Individual seminars might focus on how to complete a GSA proposal in three days, one day, or another small timeframe.
Organizations that still do not understand the benefit of completing a GSA schedule can attend introductory GSA training seminars that outline the benefits of using this resource, how to determine if this resource is useful for a specific business, and why some contracts are more successful than others.
Some GSA training seminars will focus on auditing contracts and keeping them up-to-date so that vendors can ensure that they are getting the most out of their contracts.
Given how much vendors stand to gain by properly completing a GSA schedule, vendors should look into attending GSA training seminars to ensure that these contracts generate business.